Case Study: Global Athletic Retailer Scales its B2B Resale Program Without Sacrificing Channel Control

A global athletic retailer needed to scale its B2B resale program while maintaining strict channel control. Historically the retailer had relied on an informal, relationship-driven network of fewer than 20 jobbers to manage the sale of its aged, non-RTV inventory. The process was fragmented and inefficient. 

To scale and drive better recovery without compromising channel control the retailer partnered with B-Stock on a B2B resale program designed to accelerate inventory movement and recovery across multiple distribution centers. 

In this case study, learn how the retailer: 

• Leveraged B-Stock’s B2B resale platform to sell the aged inventory via competitive online auctions, only accessible to approved buyers 
• Opened the inventory up to a larger, but heavily curated, buyer pool 
• Ensured channel and brand control by enforcing export requirements 
• Streamlined processes and create consistency across all distribution centers
• Allow for inventory to move out of the warehouse, faster

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